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Influencing and Persuading Skills for Lawyers

Falconbury Ltd

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Course Description

Course overview Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today's commercial climate having a wide range of techniques at your fingers tips is essential to guarantee your continued high performance. This two-day personal development workshop has been specifically developed for lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to achieve business goals. The key reasons for attending this programme This intensive two-day workshop tailored specifically to address situations faced by international lawyers, will: USE experiential learning to enhance and build your skills to effectively influence a situation to deliver your desired outcome ENHANCE your competency and confidence in negotiation with clients and colleagues IMPROVE your ability to manage conflict and dispute to a successful outcome PROVIDE a tool-kit of leading and influencing strategies and techniques that you can use to overcome day-to-day challenges IDENTIFY and recognise different influence and negotiation styles in yourself and others DELIVER one-to-one coaching to identify your strengths and weaknesses LEARN what it means to be an effective international negotiator and how this can benefit your organisation MASTER the skills necessary for managing negotiation impasses successfully The key skills developed: Leadership Negotiation Influence and impact Persuasion The delivery style Using a mixture of DVD's, simulations, interactive sessions and paired and group work, the workshop presenter who is a recognised and sought-after trainer by many international corporates, will provide participants with strategies and a toolbox for future cross-border negotiations. Programme - Day 1 DAY ONE Definitions and styles of influencing and persuasion with colleagues and clients Basic strategies Personal impact and effectiveness when influencing Testing your antennae Review of self-assessment Impactful tools for effective influencers and negotiators Behaviours that help to reach agreement Behaviours that lead to breakdown Asking Telling Probing Listening Use of silence Simulation and feedback Determining and building trust for results Different types of trust Creating and sustaining trust Identifying your criteria for trust and the other people's Testing your criteria and others for trust Influence and persuasion to lead, manage and negotiate across cultures and organisations Hierarchy 'I' v 'We' Perception of status Dealing with certainty Attitudes to time Relationship v task Intercultural communication styles Influencing, creating and managing teams that deliver Teams v groups Team dynamics Team building Coaching teams Evaluating teams Remote and virtual teams Time management and meeting strategies for fast-track lawyers Extinguishing time bandits Strategies to maximise influence in meetings Do's and Don'ts Seating for persuasion and influence Handling difficult conversations Programme - Day 2 DAY TWO Successful advanced negotiations - Objectives and strategy negotiations - internal and external Proven tools and techniques Objectives - Slicing the pie or expanding the pie The myth of 'win/win' Creating value - long and short term Identifying your objectives and strategy Strategy variables - BATNA and ZOPA Identifying your natural negotiating style and widening your range of styles for success Practical exercise Recognising your preference and others Impact of different styles When to apply different styles Pre-negotiation tools for effective time saving preparation Frames for a gain The Issue Map - Managing complex negotiations Offers Finding and using negotiating power when you have no authority Definition of power Sources of power Interests Positions Coaching for performance Benefits of coaching When to coach The GROW model Goal settin

Course overview Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today's commercial climate having a wide range of techniques at your fingers tips is essential to guarantee your continued high performance. This two-day personal development workshop has been specifically developed for lawyers. It offers a unique opportunity to...

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